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Course Details

Course Number: 94-800

Negotiation

Units: 6

Enrollment limited to 30 students.

Negotiation is the process by which two or more parties with interdependent interests secure agreements. This course is designed to cover the range of negotiation situations and issues faced by managers and decision makers. This course explores negotiations in many contexts: simple personal transactions, public and private sector collective bargaining, resolving disputes out of court, resolving conflicting interests within an organization, and resolving conflicting interests across organizations. This course will also explore ethical issues in negotiation and cognitive biases of negotiators.

Faculty:
Linda C. Babcock
Jared Simmer